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Cyber Risk Sales Executive - Higher Education

Location
Atlanta, GA, United States

Posted on
Dec 04, 2022

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Job Information
Deloitte
Cyber Risk Sales Executive - Higher Education
in
Atlanta
Georgia
Deloitte is seeking a top-performing Sales Executive within its Risk & Financial Advisory (RFA) practice to pursue Higher Education clients and markets. Candidates should have an entrepreneurial spirit, relevant industry experience, existing Higher Education relationships/contacts and demonstrated selling attributes/techniques. Candidates should have prior experience with selling Cybersecurity solutions to Higher Education clients.
The Team
The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals, Managing Directors, and other Sales Executives, these sales executives focus their highly skilled efforts to identify and qualify opportunities for our MarginPlus/Restructuring offering team in our MARS practice. They will do this by leveraging relationships with Industry, account team, and with clients to secure relationships with qualified targets and decision makers to uncover qualified opportunities and then serve as a key advisor to the pursuit team throughout the sales process.
Work You'll Do:
The Sales Executive (SE) sells RFA solutions with emphasis on Cybersecurity solutions to Higher Education clients and markets. The SE's responsibilities include:
Develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of states working closely with Account and Practice leaders
Develop relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy
Understand the competitive landscape and client needs in order to effectively position our RFA practice and solutions. Stay current with trends and competitors to identify improvements or recommend new products
Identify and influence key decision-makers at all levels within the client organization. The SE will leverage these relationships to introduce Deloitte and create and pursue selling opportunities
Assist account teams and practice leaders with qualifying, pursuing and closing opportunities
Play a leadership role in driving pursuits, contribute to the development of proposals and coach the team through orals preparation
Represent Deloitte by spending time in the field, and at conferences/policy forums.
Develop strategic and tactical plans to meet or exceed sales objectives
Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
Demand management, i.e., working with the practice leaders to determine the pursuit strategy
Fostering of relationships across various Deloitte practice areas, developing consensus, and teaming with other elements of the Firm to appropriately target, purse and close engagements.
Qualifications
The ideal candidate will be a senior salesperson with a significant level of business development experience and successful track record in selling transaction-based consulting services.
10 years of selling experience
Proven consistent track record of delivering over $7 million revenue per annum with demonstrated year-on-year growth in revenue
Experience with building and maintaining relationships with Higher Education clients and prospects
Self-motivated and goal-oriented, desire to deliver results
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Expertise in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
Existing knowledge of the Cyber Risk market, including but not limited to Identity Management, Application Security, Governance & Regulatory Controls (GRC), Security Information & Event Monitoring (SIEM), Privacy, Resiliency and Infrastructure Security.
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve.
Preferred
Bachelor's degree or MBA preferred
Experience selling security strategy, infrastructure security, application security, identity management, business continuity, or IT risk characterized by long sales cycles and significant dollar transactions.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $131,500 to $285,800.
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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